Why customers do not buy? Maybe because you are not listening properly.
See the most common listening mistakes that can cause you loosing business:
- Remembering only the facts. Listening is not about memory. The idea in the background is the most important issue.
- Mental blocks. There are words or phrases that may harm our ability to listen. For example, they remind us of bad experience. Watch out for their influence.
- Distractions. If a sales person does not focus, they are not able to effectively listen. If you have this problem, show your interest by asking questions.
- The assumption that you understand. It's recommended to always summarize information in your own words to make sure that you understand correctly.
- Argumentation. Sometimes in the very beginning of the converstaion, you will hear something you disagree with. For the rest of the conversation, you then concentrate on preparing counterarguments rather than listening for further information. First, therefore, hear your counterpart, and then take a moment to prepare a response.
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